Principal Presales Architect
This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office.
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
Job Family Definition:
Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within their domain. These jobs focus on technical selling to customers/partners. May be aligned to specific accounts based on business priority.
Management Level Definition:
Contributions have visible technical impact on a product or major subcomponent. Applies in-depth professional knowledge and innovative ideas to solve complex problems. Visible contributions improve time-to-market, achieve cost reductions, or satisfy current and future unmet customer needs. Recognized internal authority on key technology area applying innovative principles and ideas. Provides technical leadership for significant project/program work. Leads or participates in cross-functional initiatives and contributes to mentorship and knowledge sharing across the organization.
Responsibilities:
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Demonstrates unique mastery within the company in one or more solution domains as well as the customer's technical and business environment.
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Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers.
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Mitigates risk to the company by managing both customer and company stakeholder expectations.
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Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
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Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
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Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs.
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Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs.
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Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
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Contributes to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc.
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Monitors changing competitive landscape (emerging competitors, start-ups etc.).
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Drives the Account Business Planning process, leverage knowledge of industry trends and the customer’s technical environment.
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Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for a customer's transformation.
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Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation.
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Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges.
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Successfully transfers knowledge to external partners to deliver an effective solution to the customer.
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Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account.
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Monitors the account pipeline and nurtures active deals from the opportunity to close.
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Uses pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential.
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Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
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Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively.
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Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders.
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Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
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Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community.
Education and Experience:
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Advanced degree in technology or related field preferred, or equivalent technical qualifications
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12+ years of technical experience in IT with a focus on technical consulting and solution selling;
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2+ Industry standard relevant technology certifications or equivalent experience expected.
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Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
Knowledge and Skills:
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Unique mastery and experience leading solution configurations and overall architecture design and creating, managing, and positioning demos and proofs-of-concept (POC) to meet customer requirements.
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Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s), showing how they can be combined to address customer needs, and how the workload solution can be adapted for strategic customer and industry solutions.
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Unique mastery with expertise and deep working knowledge with the as-a-service (aaS) business model, business value, and complete ecosystem and how that drives aaS strategic goals within one or more domains.
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Expert ability to collaborate cross-functionally and across HPE to generate new revenue through increased subscription consumption and other aaS models.
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Mastery of executive-level written, verbal and nonverbal communication skills, including active listening and storytelling, with ability to communicate in English and applicable local languages as need to perform job requirements.
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Demonstrates unique mastery of discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
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Unique mastery of financial and business acumen- sales cycle, funnel management, reporting, ability to influence, business strategy linkage - including typical KPIs important to CxOs; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
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Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, white boarding, storytelling, objection-handling, and closing skills.
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Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
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Strong resource management skills, including how and when to effectively engage SMEs/specialists.
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Hands on experience with multiple products, solutions, tools, or services aligned to respective job responsibility.
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Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or service.
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Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or service to customers, partners, and other stakeholders.
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Unique mastery of project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
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Unique mastery of partner offerings and how/when to leverage them for deals within an area of specialization.
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Unique mastery of and understanding of company’s preferred go-to-market strategy, global context, coverage options relative to partners and has expert knowledge of partner offerings, along with how/when to leverage them for deals within area of specialization.
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Unique mastery of strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems.
Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
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Job:
Sales
Job Level:
TCP_05
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